1. Negotiation Teams
Working Together

2. Introduction One-on-One vs Team Negotiation The Leader Team Members
Advantages
Disadvantages
The Leader
Obligations
General Characteristics
Team Members
Men vs. Women
Teamwork
Roles
Seating Location

3. One-on-One vs Team Negotiations
Advantages
Distributes responsibility
Pools individual strengths
Trains junior negotiators
Saves time
Disadvantages
Increases costs
Lacks unity (possibly)
Lacks coordination
Lacks leadership (possibly)

4. The Leader Obligations General Characteristics Balance various needs
Present unified front
Exhibit technical expertise
Take full responsibility
General Characteristics
Integrity
Gregariousness
Confidence
Self-esteem
Creativity
Eloquence
Good Listener
Patience

5. Team Members Avoid these temptations Avoid these characteristics
Reward appointments
Individual strengths
Avoid these characteristics
Negative
“Loose Cannon”
Physically weak

6. Team Members Men vs Women Differences General Characteristics Personal
Social
Physical
Tactical
General Characteristics
Clear goal
Results-driven structure
Competent team members
Unified commitment
Collaborative environment
High standards
External support
Principled leadership

7. Teamwork Good cop/Bad cop Larger Teams Leader Good Guy Bad Guy
Hardliner
Sweeper

8. Seating Location
Bad Guy Good Guy Leader Hardliner Sweeper

9. Conclusion—Team Negotiations
Starts with the leader
Needs good teamwork
Eases chance for success

10. Bibliography
Curry, Jeffrey E. A Short Course in International Negotiation, Novato, (California: World Trade Press, 1999).
Gheens, Susan Taken from a seminar entitled “Teamwork in the Communication Arts Classroom." Accessed May 30, 2005.
Hindle, Tim Negotiating Skills, (London: Dorling Kindersley, 1998),
Opstein, Edward D., Negotiation Strategies, LCC.
Accessed May 30, 2005